Enterprise Account Executive Nordics

International Business Machines Corporation; København; On-site; DKK 900,000 - 1,350,000; Full time

Job summary

IBM Global Sales is seeking an Enterprise Account Executive to sell Confluent solutions to National Accounts, driving strategic value and revenue growth. The role emphasizes prospecting, complex deal cycles, and collaboration with partners, engineering, and customer success to deliver measurable outcomes.

With a focus on large, high-visibility accounts, you will become a trusted advisor, align with customer goals, and demonstrate the value of Confluent across data, cloud, and analytics, while

Qualifications

• 8+ years in quota-carrying sales within a competitive market.
• Experience in Big Data, Consumption, Cloud, SaaS, Open Source, or Enterprise IT Solutions.
• Sales methodology training (e.g., MEDDPICC, Challenger).
• Led and executed a highly complex sales strategy to grow revenue.
• Proven history of overachieving and meeting quotas.
• Ability to articulate business value to businesses of all sizes.
• Strong relationship-building and negotiation skills.

Responsibilities

• Drive revenue growth in large, complex, and highly visible accounts.
• Prospect, qualify, develop, and close a sales pipeline while growing consumption in current accounts.
• Lead strategic, complex sales cycles with C-Level stakeholders.
• Become an in-depth SME of Confluent offerings and competitive landscape.
• Understand customers' strategies and business goals to become a trusted advisor.
• Collaborate with partner ecosystem teams to sell through the ecosystem.
• Coordinate with Solutions Engineering, Professional Services, and Customer Success to win and renew.

Skills

Quota-carrying sales

Strategic account management

Negotiation

Relationship building

Proven sales track record

MEDDPICC knowledge

Job description

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you'll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You'll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that's passionate about driving innovation and making a difference.

Your role and responsibilities

As a member of the Confluent Sales Team, the Enterprise Account Executive is responsible for selling Confluent solutions to our National Accounts segment. We expect you to use your prospecting, sales, negotiation, and leadership skills to effectively sell Confluent offerings to leading companies to meet and exceed your quarterly sales target. You must possess a "consumption/growth" mentality with a proven track record of success within a value-driven sales model.

What You Will Do:

Responsible for driving revenue growth in our large, complex, and highly visible accounts.

• Proactively prospect, identify, qualify, develop, and close a sales pipeline while continuing to grow consumption in current customer accounts.
• Leading, driving, and executing a strategic complex sales cycle with responsibility for demonstrating the value of Confluent at C-Level.
• Become an in-depth expert/SME of Confluent offerings, product suites, and competitive landscape.
• Develop a deep understanding of your customers, their strategies, and business goals to become a trusted advisor.
• Work closely with our partner ecosystem teams to sell to or through the ecosystem.
• Align closely with our Solutions Engineering team on technical wins, Professional Services to deliver world-class customer experience, and Customer Success Management to identify and close expansion opportunities and renewals.

Required technical and professional expertise

• 8+ years of experience in quota-carrying sales roles in a competitive market with a focus on growing consumption within accounts/territory.
• Prior experience in Big Data, Consumption, Cloud, SaaS, Open Source, or Enterprise IT Solutions.
• Previous sales methodology training (i.e. MEDDPICC, Challenger, etc.).
• Prior experience in leading and executing a highly complex sales strategy to increase and drive revenue growth.
• Consistent track record of success and history of overachieving and hitting quota attainment.
• Ability to articulate, educate, and sell the business value to businesses of all sizes.
• Experience developing and improving processes and managing change within an organization.
• Exceptional skills in relationship-building, customer relations, and negotiation skills.

Preferred technical and professional experience

• Experience in Public Sector role and Nordic coverage.

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.